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  1. Production & Strategy
  2. Experiential Marketing, Activations & Sponsorships

Here's How Marriott Used Experiential Techniques to Liven Up a Sales Conference

Marriott International created Instagram-worthy brand showcases to engage more than 1,400 sales and marketing employees at a conference.

Ian Zelaya
May 21, 2018

Marriott International is no stranger to spicing up the traditional conference format. For the last edition of its biannual sales and marketing conference in 2016, the hotel company highlighted aesthetics of its signature brands with a fashion show.

For this year’s conference, which took place April 29 to May 2, Marriott felt the challenge to present sales and marketing employees innovative programming; the conference was the first to host both Marriott and Starwood Hotel & Resorts employees, following Marriott’s acquisition of the company in fall 2016.

Diana Pavlov, senior director of global entertainment marketing for Marriott International, said the goal for this year’s Marriott International Americas Leadership Summit—also coined MI30—was to educate sales and marketing employees about its portfolio of 30 hotel brands and how they differ from one another by appealing to their senses. As Marriott had to showcase its portfolio to roughly 1,400 employees (naturally, the event’s highest attendance ever), the brand partnered with experiential marketing company BMF Media Group to create 25 interactive vignettes that each were designed to reflect a different hotel brand’s positioning, aesthetic, and values.

Taking inspiration from Instagrammable pop-up museums such as Refinery29’s 29Rooms, the vignettes were staged throughout the atrium, meeting rooms, and restaurants at the Atlanta Marriott Marquis.

“Consumers who get the opportunity to frequent pop-up experiences walk away with an everlasting impression of that experience, whether it’s something that lives on social media or touches their senses,” said Pavlov. “You can have a traditional trade show floor and presentation, but we wanted to have guests touch, see, feel, and hear [to learn about] a brand in a digestible format.”

Marriott also created an MI30 mobile app that complemented each installation. Attendees could capture the brand logo with a QR scanner on the app, which would direct them to the landing page for that brand. “The landing page was where you could get more factual information,” said Pavlov. “The intent was to make the information snack-able, without pouring a ton of data on attendees. They could read one paragraph and walk away knowing more about that brand.”

Vignettes included participatory art stations for W Hotels and Tribute Portfolio, which invited attendees to paint and color life-size canvases; a mini planetarium for SpringHill Suites; a branded game of Twister for Courtyard; a chic, travel-theme swing set for Le Meridien; and Sheraton's massive black scratch-off wall that revealed brand messaging when attendees scratched the wall with hotel key cards.

Pavlov said planning for the experience, which had to be strategically staged while attendees were attending general conference sessions, began seven months prior to the event. Marriott worked with each hotel brand leader to identify each brand’s values and proposition. Pavlov then worked with BMF to design the immersive vignettes, each of which went through five rounds of review with brand leaders and key stakeholders.

“The vignettes were small footprints, but we wanted to lean in on what is in that brand’s DNA,” said Pavlov. “By putting the brands at the forefront as our strategy, we hoped employees would become emotionally connected with the brands, and in turn sell them to their full potential going forward.”

Here’s a look at some of the most engaging brand vignettes at the conference.

Guests were invited to take brushes and rollers to paint what they wanted on the walls. The word “luxury” was displayed on the back wall.
Guests were invited to take brushes and rollers to paint what they wanted on the walls. The word “luxury” was displayed on the back wall.
Photo: Courtesy of Marriott
BMF Media Group designed 25 activations that each were reflective of a specific Marriott hotel brand. For the Aloft Hotels “Listen Up” section, the design reflected the brand’s passion for music and technology innovation. A structure with four cube-shape directional speakers was built to allow guests to place their heads inside and listen to artists from brand’s “Live at Aloft Hotels” concert series.
BMF Media Group designed 25 activations that each were reflective of a specific Marriott hotel brand. For the Aloft Hotels “Listen Up” section, the design reflected the brand’s passion for music and technology innovation. A structure with four cube-shape directional speakers was built to allow guests to place their heads inside and listen to artists from brand’s “Live at Aloft Hotels” concert series.
Photo: Courtesy of Marriott
Moxy, which is known for having a fun, millennial-focused aesthetic, showcased a “Play On” area that featured a ball pit hanging from a truss cube. Guests were invited to jump in and search for prizes in the hot pink plastic balls. The station also had a bar that served cocktails in Capri Sun-inspired pouches.
Moxy, which is known for having a fun, millennial-focused aesthetic, showcased a “Play On” area that featured a ball pit hanging from a truss cube. Guests were invited to jump in and search for prizes in the hot pink plastic balls. The station also had a bar that served cocktails in Capri Sun-inspired pouches.
Photo: Courtesy of Marriott
Courtyard’s “Classics with a Twist” was inspired by the game Twister, featuring a structure that resembled an oversize game board on the floor that extended to the walls. The dots on the game board represented Courtyard’s brand positioning, food and beverage concepts, partnerships, and the breadth of the brand’s portfolio. Attendees were encouraged by brand representatives to participate in a game of Twister as a photo op.
Courtyard’s “Classics with a Twist” was inspired by the game Twister, featuring a structure that resembled an oversize game board on the floor that extended to the walls. The dots on the game board represented Courtyard’s brand positioning, food and beverage concepts, partnerships, and the breadth of the brand’s portfolio. Attendees were encouraged by brand representatives to participate in a game of Twister as a photo op.
Photo: Courtesy of Marriott
Element’s “Balancing Act” featured a living wall of moss and greenery with letters spelling out the eco-conscious brand’s tagline. The floor mimicked a natural bike path with wood chips and grass. Three green bicycles were mounted in front of the greenery as a photo op for attendees.
Element’s “Balancing Act” featured a living wall of moss and greenery with letters spelling out the eco-conscious brand’s tagline. The floor mimicked a natural bike path with wood chips and grass. Three green bicycles were mounted in front of the greenery as a photo op for attendees.
Photo: Courtesy of Marriott
As the brand positioning of Autograph Collection is that every property has “its own unique story,” BMF created a library-inspired installation with a massive book staged in the center of the space. The book highlighted Autograph properties and brand pillars.
As the brand positioning of Autograph Collection is that every property has “its own unique story,” BMF created a library-inspired installation with a massive book staged in the center of the space. The book highlighted Autograph properties and brand pillars.
Photo: Courtesy of Marriott
While many stations incorporated color, Delta Hotels “Clean/Chaos” featured a white bedroom set staged in front of a string art installation. The string material spelled out the brand’s name and tagline: “Delta Hotels. Simple Made Perfect.”
While many stations incorporated color, Delta Hotels “Clean/Chaos” featured a white bedroom set staged in front of a string art installation. The string material spelled out the brand’s name and tagline: “Delta Hotels. Simple Made Perfect.”
Photo: Courtesy of Marriott
Le Meridien’s “Swings of Glamour” featured a chic travel-theme swing set photo op, designed to remind guests about the meaning of savoring a travel experience. The activation was inspired by the “France is in the Air” campaign from Air France—the founder of the hotel brand.
Le Meridien’s “Swings of Glamour” featured a chic travel-theme swing set photo op, designed to remind guests about the meaning of savoring a travel experience. The activation was inspired by the “France is in the Air” campaign from Air France—the founder of the hotel brand.
Photo: Courtesy of Marriott
The Renaissance Hotels “Navigators Hot(e)line” was designed to highlight the local and personalized service offered by the brand’s Navigators—hotel employees that give guests tips on finding local experiences. Five rotary phones were placed on plinths in front of a black wall showcasing quotes related to destinations including Dubai, New York, and Beijing. Guests who picked up the phones heard pre-recorded audio from Navigators offering tips for that particular destination.
The Renaissance Hotels “Navigators Hot(e)line” was designed to highlight the local and personalized service offered by the brand’s Navigators—hotel employees that give guests tips on finding local experiences. Five rotary phones were placed on plinths in front of a black wall showcasing quotes related to destinations including Dubai, New York, and Beijing. Guests who picked up the phones heard pre-recorded audio from Navigators offering tips for that particular destination.
Photo: Courtesy of Marriott
For W Hotels “Color Boldly,” BMF built an all-white room that served as a blank canvas. The room’s centerpiece presented six paint colors that corresponded to six W experiences, which were described on labels.
For W Hotels “Color Boldly,” BMF built an all-white room that served as a blank canvas. The room’s centerpiece presented six paint colors that corresponded to six W experiences, which were described on labels.
Photo: Courtesy of Marriott
Sheraton’s “Revolution” scratch-off wall was inspired by the brand’s transformation and the power of community. The initial black matte wall displayed gloss black negative connotations about the brand, including “old” and “tired.” Guests could take hotel keycards to scratch away those worlds.
Sheraton’s “Revolution” scratch-off wall was inspired by the brand’s transformation and the power of community. The initial black matte wall displayed gloss black negative connotations about the brand, including “old” and “tired.” Guests could take hotel keycards to scratch away those worlds.
Photo: Courtesy of Marriott
The wall was gradually scratched off to reveal new Sheraton brand messaging, which offered terms such as “community,” “modern,” and “global exchange”—nodding to the guests’s team effort.
The wall was gradually scratched off to reveal new Sheraton brand messaging, which offered terms such as “community,” “modern,” and “global exchange”—nodding to the guests’s team effort.
Photo: Courtesy of Marriott
For TownePlace Suites “Closet Essentials,” BMF created a custom walk-in closet. To emphasize the brand’s appreciation of guests’s D.I.Y. attitude, the closet had hanging racks displaying paper fashion pieces that attendees could pose with. Additional items on closet shelves nodded to the hotel’s brand partnerships.
For TownePlace Suites “Closet Essentials,” BMF created a custom walk-in closet. To emphasize the brand’s appreciation of guests’s D.I.Y. attitude, the closet had hanging racks displaying paper fashion pieces that attendees could pose with. Additional items on closet shelves nodded to the hotel’s brand partnerships.
Photo: Courtesy of Marriott
The Ritz-Carlton “#RCMemories Shop” was inspired by the brand’s mission of selling memories, rather than simply room nights. The activation featured shelving units styled and displayed like a retail shop with all-white framed photos of travel images and social media posts. A brand representative was on site to speak about what memories were “for sale.”
The Ritz-Carlton “#RCMemories Shop” was inspired by the brand’s mission of selling memories, rather than simply room nights. The activation featured shelving units styled and displayed like a retail shop with all-white framed photos of travel images and social media posts. A brand representative was on site to speak about what memories were “for sale.”
Photo: Courtesy of Marriott
SpringHill Suites’s “Space to Infinity” provided guests with an indoor planetarium experience. The exterior of the cube featured constellation-style brand messaging.
SpringHill Suites’s “Space to Infinity” provided guests with an indoor planetarium experience. The exterior of the cube featured constellation-style brand messaging.
Photo: Courtesy of Marriott
Inside the SpringHill Suites cube, guests could walk around and “stargaze.” A 360-degree fiber optic installation provided the starry night effect.
Inside the SpringHill Suites cube, guests could walk around and “stargaze.” A 360-degree fiber optic installation provided the starry night effect.
Photo: Courtesy of Marriott
For St. Regis, BMF created an illuminated tree installation to demonstrate the history of the brand, which has roots that go back to 1904 in New York. The installation, which was inspired by the brand’s modern indulgence aesthetic, hung over a long table that displayed key milestones in the history of the brand.
For St. Regis, BMF created an illuminated tree installation to demonstrate the history of the brand, which has roots that go back to 1904 in New York. The installation, which was inspired by the brand’s modern indulgence aesthetic, hung over a long table that displayed key milestones in the history of the brand.
Photo: Courtesy of Marriott
The Luxury Collection offered guests three “portals” designed to virtually transport them around the world. Guests were greeted by a “concierge” who directed them to the closed doors. When guests looked through the door peep holes, they saw digital vignettes of locations in Peru, Thailand, and off the coast of the western U.S.
The Luxury Collection offered guests three “portals” designed to virtually transport them around the world. Guests were greeted by a “concierge” who directed them to the closed doors. When guests looked through the door peep holes, they saw digital vignettes of locations in Peru, Thailand, and off the coast of the western U.S.
Photo: Courtesy of Marriott
Tribute Portfolio’s “Add Your Own Color” featured a life-size coloring book, inspired by the brand’s colorful aesthetic. The content of the coloring book design offered illustrations and names of Tribute destinations.
Tribute Portfolio’s “Add Your Own Color” featured a life-size coloring book, inspired by the brand’s colorful aesthetic. The content of the coloring book design offered illustrations and names of Tribute destinations.
Photo: Courtesy of Marriott
Attendees were encouraged to color in the book using a variety of colored pencils.
Attendees were encouraged to color in the book using a variety of colored pencils.
Photo: Courtesy of Marriott
Wellness-focused hotel brand Westin showcased a modern take on the apothecary shop. The shop consisted of shelves with curated items including herbs, fresh fruit, fitness items, essential oils, and Westin sleep balm.
Wellness-focused hotel brand Westin showcased a modern take on the apothecary shop. The shop consisted of shelves with curated items including herbs, fresh fruit, fitness items, essential oils, and Westin sleep balm.
Photo: Courtesy of Marriott
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